Payroll Services Sales Representative Job Descriptions, Average Salary, Interview Questions

To be more cost-efficient, many small and medium-sized businesses are outsourcing their payroll processes to companies that offer payroll services. Payroll services sales representatives work with those companies on behalf of payroll services firms to determine the needs of those businesses and sell them a plan that meets those needs. Payroll services is a competitive field, so payroll services sales representatives must also network and develop marketing plans to attract new business. In some cases, payroll services sales representatives must also train clients in using the payroll services they buy.

A payroll services sales representative must be exceptionally skilled at relationship-building to drive new business. It’s also essential for a candidate to have a background in building proposals and presentations to show potential clients.  

Sample job description #1

This is client-facing role for a friendly, energetic sales professional. This position would be primarily building out sales in Payroll & related Benefit Services.


  • Present and sell company products and services to new and existing customers
  • Prospect and contact potential customers
  • Identify opportunities through marketing campaigns, networking, and prospecting activities.
  • Reach agreed upon sales targets by the deadline
  • Resolve customer inquiries and complaints
  • Set follow-up appointments to keep customers aware of latest developments
  • Create sales material to present to customers
  • Maintain CRM for sales prospecting activities


  • Must have reliable transportation
  • US work authorization
  • Previous experience in sales, customer service, or related fields
  • Ability to build rapport with clients
  • Strong negotiating skills
  • Deadline and detail-oriented
  • 2 years of Payroll & HR experience
  • An entrepreneurial spirit with the ability to close sales and seek out new customers
  • Self-motivated and ability to work independently and in a team-oriented environment.
  • Professional and outgoing in a client-facing role
  • The ideal candidate will be enthusiastic, highly motivated, and a self-starter. Expert presentation & closing skills are required

Sample job description #2

The Sales Representative will be responsible for building relationships with local banks, CPA’s and other COI’s to create referral sources while also engaging in a strong degree of direct prospecting through cold calling, foot canvassing and current client prospecting. The Sales Representative will be in a highly consultative role as they meet with potential clients and will be responsible for developing a full set of solutions to meet their business needs.

Duties and responsibilities

  • Selling Payroll Services and HR solutions such as Workers Compensation, Time & Attendance systems, Human Resources, and Employee Benefits
  • Develop referral relationships with CPAs, Banks, and Financial Advisors
  • Prospect small and medium sized businesses to sell payroll and human resource products and services through cold calling, foot canvassing, and networking
  • Cross-selling to existing base of clients
  • Attend weekly networking activities
  • Set several sales appointments weekly with potential new and existing clients
  • Provide product demos and initial training to new clients
  • Enter new customer data and other sales data for current customers into computer database
  • Emphasize salable features, quote prices, and prepare sales contracts
  • Travel to and attend Trade shows and Conventions – when applicable


The ideal candidate for this position would possess:

  • The ability to prospect, present, and close
  • At least one year of sales experience in a quota driven B2B position
  • Cold calling experience
  • Excellent work ethic and self-starter
  • Excellent organizational, planning, and prioritization skills
  • Ability to influence and persuade to achieve desired outcomes
  • Strong analytical, problem solving, and negotiation skills
  • Excellent oral and written communication skills
  • High level of professionalism
  • Strong willingness to prospect on the phone and in person
  • Relationship building ability to work with Accountants and other financial professionals
  • Proficient with PC and Microsoft Office products

Sample job description #3

The responsibilities of the Payroll Sales Representative are as follows:

  • Ensure sales of the company’s payroll services designed specifically to meet the needs of small to medium scale businesses
  • Establish and maintain a good relationship with banks, CPA’s, insurance agents, and other viable prospects
  • Give presentations to prospective customers on the company’s payroll services, relying on sound technical selling skills, as well as on deep product knowledge
  • Make sales by giving consultation to business owners and decision-makers in organizations and recommending the company’s payroll solutions that meet their business needs, with the benefits of the solutions well highlighted
  • Establish and maintains a database of qualified leads obtained through emails, direct mails, telephone interactions, referrals, cold calls, or physical meetings with business owners, and management approved networking strategy
  • Participate in any way required in the implementation of the company’s marketing plan and strategies
  • Learn and understand how small/medium businesses operate
  • Keep correct and detailed records of all activities relating to customer prospecting and sales in the assigned territory or location, such as sales calls, follow-up, closed sales, and presentations

Requirements for consideration

  • Three or more years experience in sales, preferably outside sales with cold calling experience
  • Experience dealing with and selling to small level to medium level businesses
  • Possess a high energy, success-driven attitude, with proven ability to exceed sales goals
  • Articulate in communicating with business owners and managers over the phone, by email, and physical contact
  • Strong ability to make effective presentations
  • Proven ability to prospect, add new leads, follow up, and close sales
  • Computer experience in Excel, Word, Online tools, etc.

Average salary and compensation

The average salary for a payroll services sales representative is $55,250 in the United States. Position salary will vary based on bonuses, experience, education, company size, industry, and market.

LocationSalary LowSalary High
Phoenix, Arizona$54,900$74,300
Los Angeles, California$61,950$83,850
Denver, Colorado$51,650$69,850
Washington, DC$62,900$85,100
Miami, Florida$51,400$69,550
Orlando, Florida$47,400$64,150
Tampa, Florida$47,900$64,800
Atlanta, Georgia$50,250$67,950
Chicago, Illinois$57,750$78,150
Boston, Massachusetts$62,450$84,500
Minneapolis-St. Paul, Minnesota$49,750$67,350
New York City, New York$65,700$88,950
Philadelphia, Pennsylvania$53,500$72,400
Dallas, Texas$52,100$70,500
Houston, Texas$51,800$70,200
Seattle, Washington$60,100$81,300
National Average$46,950$63,500

Sample interview questions

  • What is your experience with the payroll process?
  • What steps would you take to learn about our services?
  • How do you research potential customers?
  • How do you establish a rapport with potential customers?
  • What would you do if your sales pitches continued to be rejected by a potential customer?
  • How do you handle rejection?
  • Tell me about a time when you closed a difficult sale and how you went about it.
  • What is a great success you had in your past job and how did you accomplish it?
  • What is a mistake you made in your past job and how did you correct it? What did you learn from it?
  • What do you do when you find yourself falling behind in your sales goals?
  • When you are gathering information from multiple resources, how do you decide what is relevant? 
  • Try to sell me X as if I’m a potential customer.

Need help hiring a Payroll Services Sales Representative?

We match top professionals with great employers across the country. From filling urgent job openings to developing long-term hiring strategies, our team is here to help. Review our staffing solutions, browse our award-winning Staffing Corner blog, or call today. We look forward to connecting with you soon.

Browse A-Z Job Descriptions